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Quote The Sandler Selling System® methodology has made a very positive impact on changing the culture of my district sales force as well as our customers. They helped me customize a curriculum that was perfect for our industry in driving change. Quote

Mike Miles, District Manager, LENNOX Industries

Featured Articles


    Salespeople Learn About Time... Over Time - Read more...
As appeared in the Business Ledger, April 2013 - One of my favorite Carl Sandburg quotes is, "Time is the coin of your life. It is the only coin you have, and only you can determine how it will be spent. Be careful lest you let other people spend it for you." When I pondered this prior to writing this article, I thought about the way I have spent time during my life. When I was younger, I believed it was endless and there would always be enough of it. As I have aged, it has become more precious and I am more discriminating in its use, I don’t waste it on people and things I deem “unworthy” of it.e Business Ledger, April 2012 -

Back to Square One - Read more...
As appeared in the Business Ledger, March 2013- It's time to take stock of how 2013 is unfolding as the end of the first quarter is rapidly approaching. Are you achieving the goals you established in December of 2012 or finding that the business environment no longer supports the plans you made at the beginning of the year? Roughly three months have passed and it may be time to hit the reset button in order to assure a recovery. We all know the age old definition of insanity, however, only 20% of salespeople evaluate their current level of success and actually do something about it.

“But wait, there’s more…” - Read more...
As appeared in the Business Ledger, February 2013 - For the last 18 years, I have struggled sleeping through the night which coincides with the number of years I have owned my own business. A typical night begins with deep sleep and ends abruptly at 3 a.m. I usually fall asleep very easily, but my subconscious mind keeps processing work-related information until it goes into overload and I wake up.

No Such Thing as a Bad Prospect - Read more...
As appeared in the Business Ledger, January 2013 - Before salespeople go to sleep every night, they should give thanks to the heaven above that prospects exist! They are the lifeline to success for a company’s sales force, however, many salespeople must change the way they view them. How many times have you heard a salesperson exclaim, “I didn’t close him because he was a poor prospect?” This unfortunate belief couldn’t be further from the truth and wrongly places the blame on the easiest scapegoat.

Eliminate Old Roadblocks and Start the New Year Right - Read more...
As appeared in the Business Ledger, December 2012 - We are all creatures of comfort and, as such, develop patterns to make our lives easier. They get us through the day and even help us achieve our goals. The undeniable problem with comfort is the complacency that is inherent within it. It can easily lull us into mediocrity!

How Much Value Do You Place On Thinking? - Read more...
As appeared in the Business Ledger, November 2012 - How much time do you spend thinking? If you’re like the average salesperson, the answer is not much. The typical salesperson spends 90% of their business life “doing” and 10 % thinking based on the belief they are paid to work, not think. Every salesperson I interview believes taking action is a critical component in their quest for success.

The Last Two Months of 2012 Are For Closers - Read more...
As appeared in the Business Ledger, October 2012 - What does it mean to be a closer? In baseball, it’s the pitcher who is called in at the end of the game to shut down the opposing team. In marathon racing, it’s the runner who comes from behind to win the race. In a television series, it’s the detective who closes the impossible case.

Do You Stand Out From Your Competitors? - Read more...
As appeared in the Business Ledger, September 2012 - In general, salespeople love to sing the praises of their products, services and company. They take the time to learn as much as possible about the products they sell and then give that knowledge away to any prospect who asks for it. This “unpaid consulting” is based on the belief that potential prospects need to be convinced to buy. In reality, they don’t buy features and benefits; they buy a resolution to a problem they are experiencing.

Your Parents’ Beliefs May Be Costing You Sales - Read more...
As appeared in the Business Ledger, August 2012 - One of the top questions I am consistently asked by prospects and clients is, "Can you help me raise my profit margins and create a more secure financial picture?" It seems more and more business owners are feeling the pinch of a deteriorating bottom line due to the low price demands of their customers. Engaging in a price war with competitors is never the answer as it becomes a limbo contest with the company willing to "go lowest" winning the business.

Would Your Sales Team Earn Olympic Gold? - Read more...
As appeared in the Business Ledger, July 2012 - I look forward to summer each year as our winters here can be so harsh. This summer is more special than most as I will be glued to my television set watching athletes from around the world compete in a very public arena… the 2012 Summer Olympics. The stories to be written will tell the tales of incredible commitment and sacrifice to achieve the gold medal, the symbol of being the best in the world. We will hear of individuals who spent tireless hours working on their goal, giving up on all of life’s comforts for the thrill of competing against other athletes for the title of “best of the best”.

More, Better, Different - Read more...
As appeared in the Business Ledger, June 2012 - As we approach the midpoint of the year, it’s time to analyze the key performance indicators for success and to reevaluate the course of action for the second half of the year. Approximately 80% of businesses have fallen short of their performance goals and need to adjust the behavior that assures success. Unfortunately, most will continue to fall back on actions with the expectation that they will somehow magically deliver the necessary results.

Sales Charisma - Read more...
As appeared in the Business Ledger, May 2012 - Sales is an honorable profession; however, not all in the field act honorably. Too many salespeople give the occupation a bad rap with their cartoonish actions. When is the last time you saw a salesman portrayed in a favorable light in a movie or book?

Why Do Prospects Buy From You? - Read more...
As appeared in the Business Ledger, April 2012 - I have polled over 400 companies and asked business owners, sales managers and salespeople why they think prospects buy their products or services. The answers were wide in their scope and varied in their focus. This caused me to wonder if any of them really spent time ascertaining the reasons or if they were simply content with the fact that sales were made.

Golf Mirrors Sales - Read more...
As appeared in the Business Ledger, March 2012- This is the time of year when I dust off my golf clubs and begin the annual ritual of getting my game in shape for the upcoming season. My preparation typically begins with a review of last year’s swing journal to determine the areas I need to improve as well as meeting with my swing coach to develop a lesson plan for the year. This process helps me continue developing my strengths while I reduce the negative impact of my weaknesses.

Don’t Leave Hiring to Chance - Read more...
As appeared in the Business Ledger, On February 20, 2012 - I have been searching for two salespeople to fill new positions in my company since August of 2011. With the unemployment rate as high as it is one would think this should be a relatively easy project; however, it has been one of the more difficult pursuits I have undertaken. I have received over 70 inquiries into the positions and, through my hiring template, narrowed the field to approximately 10 qualified candidates I chose to interview face to face.

Unconditional Commitment Yields Sales Success - Read more...
As appeared in the Business Ledger, On January 23, 2012 - In today’s world, approximately 80% of sales professionals ended up with this career as a default choice. They didn’t set out to be salespeople, but found themselves in this challenging, yet exciting, career. However, many of these “accidental” salespeople give the profession a bad name as they are “professional visitors” with a low price.

Flex Your Sales Muscle - Read more...
As appeared in the Business Ledger, On December 26, 2012 - As we begin 2012, it is critical for all salespeople to examine their selling behaviors and assess whether or not they are propelling them toward success. It is the perfect time to identify the selling activity necessary to achieve 2012 goals and commit to performing it consistently rather than engaging in hysterical activity to prevent failure.

Selling is a Marathon… Not a Sprint - Read more...
As appeared in the Business Ledger, October, 2011 - On October 9, 2011, at 7:30 a.m., more than 40,000 runners began an incredible journey through the neighborhoods of Chicago. It concluded in a little over two hours for the winner, and more than five hours, on average, for the rest of the field. This journey is called the Chicago Marathon and most competitors commit a minimum of 17 weeks of their life to prepare for this event.

Selling is Not For the Faint of Heart - Read more...
As appeared in the Business Ledger, September, 2011 - It takes guts to be an extraordinary salesperson and to stand out from those in the industry who give it a bad name. Performance analysts tell us that as few as 20% of all sales professionals ever achieve the high level of performance classified as “exceptional”. To accomplish this height, the salesperson must be willing to perform selling behaviors others wish they had the courage to execute and to continuously expand their “comfort zone”.

Back to Basics - Read more...
As appeared in the Business Ledger, August, 2011 - The time has come for small business owners to return to the basic behaviors originally used to create and grow their businesses. A quick glance of any news reporting site is enough to distract the business owner from performing critical behaviors to drive their prosperity. In my experience, too many businesses experience sidetracking and find themselves drifting from their original mission.

CEO Succession: Will It Be Successful in Your Organization? - Read more...
Featured July 2011 - One of the most challenging situations a leader will face in his/her career is to replace a trusted and respected founding leader. Any organization will face a challenge anytime an “iconic” leader is no longer there. I observed and experienced this challenge both with a new leader that was highly successful, as well as when the leader handled the transition in such a poor manner that the organization went from thriving to barely surviving in a short timeframe. Following are examples of both situations. (The organizations described are real, their names and the names of the leaders are fictitious.)

Small Business? Don't think Small - Read more...
As appeared in the Business Ledger, July 25, 2011 - I have made a renewed commitment to get rid of the extra weight I am carrying and live a healthier lifestyle. My health club membership seemed to be gathering dust far more than I care to admit, and I have vowed change my excuse-filled ways. For the past two weeks I have been extremely dedicated to my cardio and weight lifting regimen, and have dropped ten pounds of potato chips and beer.

A Valuable Lesson on Prospecting for Success - Read more...
As appeared in the Business Ledger, June 13, 2011 - How much time does the average salesperson spend generating business leads and turning them into qualified prospects? The answer is definitely “not enough” as it seems they let too many other “critical administrative business issues” get in the way and consume precious time.

Like It or Not, Some Things are Necessary - Read more...
As appeared in the Business Ledger, April 25, 2011 - How many times have you thought, “I don’t like it so I won’t do it”? Each day of our lives we get to make those types of decisions without worrying about the consequences of our actions.

Is Social Media too Social? - Read more...
Featured April 21, 2011 - I have been hearing from our clients and business executives that there is a concern that social media is just too social. “I don’t want my clients and prospects to know about my personal life.

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